Sales Compensation--Fair Play, Fair Pay

Without a plan based on these questions (and answers), it is almost impossible to fashion a sales compensation plan that benefits all.

"As a printing company owner or CEO, you should determine what you're trying to accomplish as a corporation and critically think about how your sales remuneration plan does or does not support what you are trying to accomplish," advises Sid Chadwick, president of Chadwick Consulting, in Lewisville, NC.